“Identifying how they process information is critical because you need to be able to speak their language.” – Bernadette McClelland in today’s Tip 1661
How is your decision-making process with your buyers?
Join the conversation below and learn more about Bernadette!
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Bernadette McClelland. Bernadette is an expert in Disruption and Business Growth. She’s a Top 50 global speaker on Sales Leadership, a current Sales Coach for Harvard MBAs, a past APAC coach for Anthony Robbins, a 6-time author, and an inspirational SKO Speaker. Here she is:
Bernadette McClelland: Hey, Bernadette McClelland, coming to you today with another tip to help you accelerate your commercial conversations and win more business. What I want to talk about today is the decision-making process out there in the marketplace with our buyers. So too many of us, when we think about asking the decision-making questions or identifying how a decision is made on behalf of a buyer, we tend to roll out the same type of question, like when will the decision be made? Who else apart from yourself is making the decision? I want this tip today to just be a little bit more expansive. I want you to think outside the square a little more and bring in a little bit of mindset, bring in a little bit of psychology here.
We need to realize that each one of us are designed in a certain way that we process information in a certain way, and decision-making is no different. In my latest book, SHIFT and DISRUPT: Stop Selling Widgets. Start Selling Wisdom, I dedicate a whole chapter to decision and getting the deal. How we need to process this question or the signs that we’re looking for from our buyer, there’s a number of decision drivers, and I want to share a few of them with you now.
One is we need to realize that each of us and buyers included, process decision-making from an internal perspective or an external perspective. I may be quite comfortable in saying, You know what? I’m going to run this by myself. I’m going to make this decision by myself. Whereas others may say, You know what? I’m a little bit nervous about this. The risk is a little too high, so I’m going to pull in the committee, or I’m going to pull in somebody else.
So I identify how that person actually makes the decision. The CEO, most CEOs are very visionary. They’re very big-picture thinkers. Whereas most users or most technical people are very much detail-oriented. Identifying how they process information is critical because you need to be able to speak their language.
Identifying also whether somebody is somebody who needs to know what the next step is. Are they process-driven or do they just want the outcome? Let’s just cut to the chase. Once again, there are certain ways that you can identify that part of their, I guess, pattern of behavior and certain questions to ask or certain conversations to have.
There’s just three that you can play with out there in the market. If you want any more, like I said, go to Amazon.com, grab a copy of my book, SHIFT and DISRUPT. So on that note, I look forward to speaking to you soon. Have an amazing day. Bye for now.
Scott Ingram: To get your copy of the SHIFT and DISRUPT: Stop Selling Widgets. Start Selling Wisdom on Amazon, just click over to DailySales.Tips/1661. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!